Inside Sales Representative - job 2 of 6

Job Title: Inside Sales Representative

Position Type: Full-Time, Remote

Working Hours: U.S. client business hours (aligned with prospect time zones and sales team schedules)

About the Role:

Our client is seeking an Inside Sales Representative (ISR) to manage the end-to-end sales process remotely — from prospecting and qualifying leads to running demos and closing deals. This role requires strong communication, relationship-building, and pipeline management skills. The ISR is responsible for achieving revenue targets while maintaining a consultative, solutions-focused sales approach.

Responsibilities:

Lead Management & Qualification:

• Respond to inbound leads from marketing campaigns, websites, and referrals.
• Proactively prospect outbound leads via email, phone, and LinkedIn.
• Qualify opportunities using frameworks such as BANT, SPIN, or MEDDIC.

Sales Process Execution:

• Conduct discovery calls and virtual demos with decision-makers.
• Present value propositions tailored to prospect needs and industry.
• Handle objections and build trust with stakeholders.
• Negotiate pricing and terms within approved guidelines.

Pipeline Management:

• Maintain accurate records in CRM (Salesforce, HubSpot, Zoho).
• Track opportunities through each sales stage, ensuring follow-ups are timely.
• Update forecasts and report on progress toward quota.

Collaboration:

• Work closely with marketing to provide feedback on lead quality and campaign results.
• Partner with sales engineers or solutions consultants for technical demos when required.
• Collaborate with account managers to ensure smooth handoff of closed accounts.

Continuous Improvement:

• Stay updated on product features, competitor offerings, and market trends.
• Refine sales pitches and discovery questions based on client interactions.

What Makes You a Perfect Fit:

• Confident, persuasive communicator with strong listening skills.
• Comfortable running full-cycle remote sales (prospecting → qualification → close).
• Resilient and goal-oriented, with a track record of hitting or exceeding quota.
• Consultative approach — balancing persistence with professionalism.

Required Experience & Skills (Minimum):

• 2+ years inside sales or business development experience.
• Familiarity with CRMs (Salesforce, HubSpot, Zoho) and sales engagement tools (Outreach, SalesLoft).
• Proven track record of meeting sales quotas.
• Strong written, verbal, and virtual presentation skills.

Ideal Experience & Skills:

• Experience selling SaaS, marketing services, or professional services.
• Exposure to SMB or mid-market sales cycles (average deal size $5k–$50k).
• Familiarity with Challenger, SPIN, or MEDDIC sales methodologies.
• Background in consultative, solution-based selling.

What Does a Typical Day Look Like?

An Inside Sales Rep’s day revolves around managing pipelines and closing deals remotely. You will:

• Start the day reviewing your pipeline, following up with open opportunities.
• Make outbound calls and emails, responding to inbound inquiries quickly.
• Run discovery calls and virtual demos, tailoring presentations to prospect needs.
• Update CRM records with notes, opportunity stage, and next steps.
• Collaborate with marketing and sales leadership on pipeline strategy and feedback.
• End the day reviewing metrics, preparing forecasts, and planning tomorrow’s outreach.

In essence: you are responsible for driving revenue remotely by converting leads into customers through a structured, consultative sales process.

Key Metrics for Success (KPIs):

• Quota attainment (monthly/quarterly revenue).
• Conversion rate from lead → opportunity → closed deal.
• Number of discovery calls and demos completed.
• Average sales cycle length and deal size.
• CRM hygiene: 100% of opportunities updated accurately.

Interview Process:

1. Initial Phone Screen
2. Video Interview with Pavago Recruiter
3. Practical Task (e.g., roleplay a discovery call with objections, or draft a sales email sequence for a sample lead)
4. Client Interview with Sales Leadership
5. Offer & Background Verification